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IndustryUpdate

Merchant Sales Podcast – Empowerment week by week

ear ye, hear ye! In this podcast series, wisdom and practical advice are packaged
into lively episodes created for enterprising ISOs, merchant level salespeople
and other merchant services providers eager to advance in their careers. Hosted
H by Patti Murphy, senior editor at The Green Sheet Inc., and CCSalesPro CEO
James Shepherd, episodes cover the big issues in payments, as well as emerging opportuni-
ties available to you. Have a listen and get solid tips on how to attract and retain customers.

Following are recaps of several recent episodes:

• Mainstreaming crypto payments: Crypto is on fire, and crypto payments are no longer a one-off.
"We're seeing a lot of activity in niche markets, especially for high-ticket items," Eric Brown, CEO at
Blockwyre, noted in this week's featured interview. Blockwyre developed a suite of blockchain tech,
from digital wallets and payments to digital asset custody, and partners with ISOs and agents. Then
James offered advice for creating demand to support your prospecting efforts, and Patti reported on
new surcharging regulations for merchants in New York.

• How to build an ISO exit strategy: Fresh off the sale of the ISO Beyond, industry veteran Michael
Peters detailed what goes into building and executing an exit strategy for a payment processing ISO.
"You need to have full command of the sales model and what drives revenues," he advised. Then
James talked about the power of telemarketing in today's marketplace, and Patti reported on the
acquisition of Discover by Capital One and what it means for competition.

• Why every agent should be selling POS: "Selling POS is more important today than it ever was,"
said Dustin Magaziner, founder and CEO at PayBright. Learn what PayBright is doing to help 1099
agents adjust to this new reality. James followed with insights for managing a 1099 team, and Patti
reported on Sen. Durbin's latest doings in Washington.

• Selling payment processing for B2B: "Selling payment processing for B2B requires always being on
the lookout for better and more streamlined solutions," said Russ Hayes, senior advisor/managing
partner at Pinnacle Business Products, in this week's featured interview. James continued on the B2B
theme, describing it as "primed" for the 1099 distribution model, and Patti reported on the escalating
cost of financial crime compliance.

All episodes are available on Spotify, Stitcher, iTunes and the Merchant Sales Podcast
page at www.greensheet.com/podcasts.php.

ANNOUNCEMENTS Coast secures financing to serve
modern business fleets
Adobe recognizes Digital River
for ISV excellence Coast secured $92 million in funding to revolutionize
fleet management. The company said it offers innova-
Digital River was honored as the 2024 tive expense management tools for over 1 million U.S.
Adobe Digital Experience Platinum Promotion ISV businesses with commercial fleets. Coast noted that its
Partner of the Year, in recognition of its substantial mobile technology and telematics enable real-time con-
contribution to Adobe's business and customer success. trol over transactions, enhancing efficiency and security,
Collaborating with Adobe Commerce, Digital River and partnerships with Visa and leading fuel brands,
offers brands a robust solution for global ecommerce such as 7-Eleven Fleet and RaceTrac, further bolster its
expansion, providing localization capabilities, flexible offerings. The funding will fuel product development,
checkout configurations and cross-border merchant solu- expand integration partnerships, and establish a new
tions, Adobe stated. Ted Rogers, CMO at Digital River, site in Salt Lake City, propelling Coast toward its vision
credited the achievement to its strong partnership with of reshaping the industry, Coast added.
Adobe, which emphasizes teamwork and innovation.
Nik Shroff, senior director at Adobe, said he anticipates
continued growth and success for the collaboration.
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